Workshop topic details

 

The following topics and principles will be covered in the workshops:

 

(1) HOW TO SET & ACCOMPLISH OUR GOALS

“The whole idea is to enable yourself to see, mentally and in your mind’s eye,
the picture of what you want, all hours of the day!” -Anonymous

Success is the progressive realization of a worthy ideal.” -Earl Nightingale

“Our doubts are traitors, and make us lose the good we oft might win by fearing to attempt.” -William Shakespeare, “Measure for Measure”

The realization of our goal is nothing more than starting with the end in mind, seeing the accomplishment of this goal in our mind’s eye, creating a detailed plan to accomplish our goal followed by the implementation and continual readjustment of our plan details.  In addition, we also have beliefs and judgements of life that are true in our mind, but are only the consequence of our own personal constructed limitations.  If we are to make changes in our life, we must also change our beliefs.

The principles and topics taught in this workshop include:

  •  The Strangest Secret In The World
  •  2nd Law of Thermodynamics
  • The Multiplier Effect
  • The Greatest Position: The Sales Professional
  • The Sales Professional: An Unselfish Problem Solver
  • SMART Goal Setting
  • Time Management
  • Priorities vs. Urgencies
  • Choice vs. Destiny
  • Achieving Our Goals
  • Three Goals
  • The Book: “Who Moved My Cheese”
  • The Success Formula

(2) TRUST, CREDIBILITY & ADDING VALUE

“You can have everything in life you want, if you will just help other people get what they want.”
-Zig Ziglar

“People don’t care how much you know, until they know how much you care.”
-Theodore Roosevelt

Developing credibility, adding value and building rapport are the methods by which professional sales people develop a mutual feeling of trust in the people with whom they work. People, in general, will only purchase something from people they believe, like, and trust.

The sales principles and topics taught in this workshop include:

  • The Most Important Key To Successful Selling
  • Selling On Price?
  • The Appropriate Appearance
  • Hugs, Handshakes and Kisses
  • The Posture Principle
  • The Power Of One’s Name
  • The Key To Remembering Names
  • Creating Instant Rapport
  • Listening: Knowledge Is Power
  • Fundamentals
  • Selling Over The Phone
  • The Perfect Sales Call

(3) ENGAGING OUR PROSPECT

“It is not your customer’s job to remember you. It is your obligation and responsibility
to make sure they don’t have the chance to forget you.”
-Patricia Fripp

“We have 90 seconds to demonstrate to our prospect that we are here for one purpose:
to help them get what they want.” -Anonymous

Even though our prospect doesn’t come out and say it, nevertheless the only thing that is going through their mind is, “what’s in it for me?”  Put yourself in your prospects position; would you want to listen to your own presentation? Would it capture and hold your attention? What is it that makes you feel comfortable when you are being sold?

The principles and topics taught in this workshop include:

  • From Good To Great
  • 5 Essential Keys To Every Sale
  • Attention Getters
  • Painting Pictures In Our Prospects’ Minds
  • An Important Tool In Our Toolbox:  Words
  • Selling The Sizzle
  • First Impressions
  • Building Our Sales Toolkit
  • Engaging Our Prospect Over The Phone
  • Vocal Intonations

(4) ROMANCING & OUR SALES TOOLKIT

If you work just for money, you’ll never make it. But if you love what you are doing and always put the customer first, success will be yours.”
-Ray Kroc

“The secret to climbing up is to put your heart into your work.” -Jeffrey Gitomer

I do not think there is any other quality so essential to success of any kind as the quality of perseverance. It overcomes almost everything, even nature.”
-John D. Rockefeller

“Internalize the Golden Rule of sales that says: All things being equal, people will do business with, and refer business to, those people they know, like and trust.”
-Bob Burg

As we dive into building our romancing and sales toolkit we want to remember this important fact, people do not like to be sold, but they love to buy.  As sales professionals we don’t sell by spoken words alone; we use a wide variety of tools that help our customers/clients better understand the features and benefits of our products and services. These tools comprise our marketing kit, which includes all sales materials that help buyers recognize how their purchases will enhance their lives or their jobs. We will build a kit that contains all the information we have that will assist us in making more sales and in solving our prospect’s needs, pains, priorities, and hot points. We call this sales toolkit our romance kit. This workshop will show how to recognize and build a winning sales toolkit for whatever product or service we sell.

The following topics and principles will be covered in this workshop:

  • Increasing Our Intellectual Capital
  • Product Capital
  • Industry Capital
  • Competition
Capital
  • Helping Our Prospects To Buy
  • Building Our Sales Toolkit
  • Letters of Endorsement
  • Video Endorsements
  • Research and Statistics
  • Tangible Marketing Pieces
  • Third-Party Articles
  • Thank You Cards
  • Shortening The Sales Cycle

(5) PERSUASIVE PERSENTATIONS

“When we provide solutions, we do not sell products.  People do not buy products.  They buy products of the products—known as benefits.” -Zig Ziglar

People rarely succeed unless they have fun in what they are doing…When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” -Dale Carnegie

“A Picture is Worth A Thousand Words.” -Napolean Bonarparte

After we have truly discovered and uncovered what our prospect’s emotional motivators (needs/wants/pains/hot points) are we are finally ready to begin connecting the dots between how the benefits of our product or service meet and fulfill the emotional motivators of our prospect.

The following topics and principles will be covered in this workshop:

  • Presentation Statistics
  • How Our Prospects Think
  • Two Vital Questions
  • Effective Questioning Techniques
  • Features—Functions—Benefits
  • Unselfish, Needs-Based Selling
  • Focusing On Our Prospect
  • Delivering The Persuasive Presentation
  • Power Point Presentations
  • Paying The Price

(6) CLOSING THE SALE

“The highest price you can pay for a thing is to ask.” – Ralph Waldo Emerson

“Asking for the sale represents a pivotal moment in the relationship between buyer and seller…asking for the sale shifts the ownership of the situation to the buyer and empowers her or him with the responsibility to say yes or to give a good reason for saying “no.” In both cases, this results in a valuable experience for the salesperson—either a successful close or insight into what else a buyer might need before making the decision to buy.” -Peggy Carlaw

“Gentlemen, after all, this business of selling narrows down to one thing – just one thing … seeing the people! Show me any man of ordinary ability who will go out and earnestly tell his story to four or five people every day and I will show you a man who just can’t help making good!” -Walter LeMar Talbot, President of the Fidelity Mutual Life Insurance Company

In 63% of the sales transactions conducted in the United States today, no one will ask anyone to do anything. Sales is a process. Closing the sale and asking for the business is the logical conclusion of all the prior steps of the sales process. Closing will come naturally to those who have diligently followed through each step of the sales cycle.

The principles and topics taught in this workshop include:


  • Why Ask For The Business
  • Facts About Sales
  • Sales Failure vs Sales Success
  • Sales Process
  • Increasing Closing Ratios
  • Overcoming Common Objections
  • What To Do When We Lose A Sale
  • Our Prospect & Our Role
  • Maintaining Control Of The Sale
  • Sales Etiquette
  • Recognizing Buying Styles

(7) PRIMING FOR SUCCESS: Programing Our Subconscious

Ordinary people believe only in the possible. Extraordinary people visualize not what is possible or probable, but rather what is impossible. And by visualizing the impossible, they begin to see it as possible.” -Cherie Carter-Scott

“Any definite chief aim that is deliberately fixed in the mind and held there with determination to realize it, finally saturates the entire subconscious mind until it automatically influences the physical action of the body toward the attainment of the purpose.” -Napoleon Hill

Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan ‘press on’ has solved and always will solve the problems of the human race.” -Wolfgang von Goethe

The principles and topics taught in this workshop include:


  • Does Visualization Really Work
  • Priming Our Success
  • Definition of Subconscious
  • Affirmations
  • Inhibitors Of Success
  • Why Do We Behave The Way We do
  • Success Recipe
  • Busy vs Productive
  • Baader-Meinhof Phenomenon
  • Summary

(8) DRVING MORE REFERRALS

“All sales people are just ‘order takers’ until the prospect says no; that is when the skills and training of the salesperson transition him from an order taker to a sales person.”

In this workshop we will learn the major causes of lost sales and why sales people aren’t successful. We will discover the art of courting the sale, and the reasons why people buy. Most importantly, we will identify what to do between the presentation and the completion of the sales process.

The principles and topics taught in this workshop include:

  • Major Causes of Lost Sales
  • Four Qualifiers Necessary for Making the Sale
  • Sell the Emotion
  • Sell Self
  • Logic vs. Emotion
  • The Art of Courting the Sale
  • Creative Selling
  • Ten Most Wanted?
  • Under Promise / Over Deliver

(9) NETWORKING TO FILL YOUR PIPELINE

“First, sell the appointment. Second, sell your product.”

Most sales people have a distaste for prospecting, primarily because they are so unsuccessful. The reason they are unsuccessful at making appointments is because they are selling their products when they should be selling the appointment. This workshop is all about scheduling an appointment in order to sell the product or service.

The principles and topics taught in this workshop include:

  • Finding Customers
  • Filling Your Pipeline
  • Becoming the Voice of Your Industry
  • Time Management
  • Sales Systems and Tools
  • Referral System
  • Networking
  • Ten Most Wanted
  • Prospecting Scripts
  • Perpetual Lead Generation

(10) BECOMING MORE ORGANIZED

“The more time we spend on planning a project, the less total time is required for it. Don’t let today’s busy work crowd planning out of your schedule.” – Edwin C. Bliss

For a sales person, no statement is more true than “Time is Money”. The most effective and wealthy sales people have learned that they are in control of their destiny when they harness the power of effective time management, proper organization, and the ability to efficiently prioritize their resources.

The principles and topics taught in this workshop include:

  • How to prioritize
  • The secret of efficiency
  • Daily planning
  • Goal sheets
  • Prospect data sheets
  • Time management success
  • Action strategies
  • Taking inventory
  • Building a courting kit
  • First things first

(11) UNDERSTANDING YOUR CUSTOMERS BUYING LANGUAGE

“The moment we set eyes on someone, our minds make evaluations and judgments with lightning speed. The same is true for prospects who must assess us.”

The art of communication involves mastering every aspect of communication. It involves more than just the obvious spoken word, it also includes what the other party heard or didn’t hear. Communication involves every word, every action, every reaction, every, every deliberate or unintended impression, every stimulation of the five senses. In general, communication involves the sum of all interaction between people.

The principles and topics taught in this workshop include:

  • Methods of communication
  • Body language
  • Personality types
  • Self perception
  • Appearance
  • Dress and grooming
  • Listening
  • Speech
  • Voice
  • Intonation
  • Volume
  • Pitch
  • Tone

(12) PROCURING KNOWLEDGE THROUGH EFFECTIVE QUESTIONING

“When it comes to sales success, questions are the answer.”

Several years ago, one of my sales associates shared a secret with me. He told me that the reason he was such a good sales person was the fact that he had been born with the “gift of gab”. This couldn’t be farther from the truth.  Telling isn’t selling, but rather through the art of questioning finding out what is important to the customer, and then helping him achieve it.

The principles and topics taught in this workshop include:

  • Understanding the sales process
  • The six step sales process
  • The power of questioning
  • Types of questions
  • When and how to question
  • Discover, uncover, remove
objections
  • Eliminating objections
  • Questions are the answer
  • Diagnostic evaluation
  • Dealing with objections